I was recently invited to speak at a Metro Milwaukee Chamber of Commerce event about storytelling. As the 3rd of 3 speakers on the same topic of storytelling, I knew I better take a unique angle on the topic in order to cover some new ground. I reframed storytelling in a different, perhaps more approachable or understandable context for business owners, small marketing teams and generalists. Here is the story I presented.
The Story on Storytelling
I have spent over 2 decades in marketing and advertising. About 10 years ago people started talking about ‘Storytelling’ like it was the hot new thing in marketing communications. But as the author of 23 years of ad campaigns and marketing programs, I’ll tell you that I don’t think about marketing in terms of storytelling.
The term ‘storytelling’ is weird for adults. If conjures images of fairytales, campfires, ghost stories, and once-upon-a-time-ness. It can be hard to connect the dots back to business and marketing. Unless, of course, you are Mother Goose, work at Disney, or are one of the Brothers Grimm.
If you are struggling with the idea of incorporating storytelling into your work, I want you to think about storytelling another way. I want you to think of business-related storytelling as Recruiting. Because marketing, advertising and sales is really just recruiting:
- Recruiting customers to your store, show or restaurant.
- Recruiting shoppers to your shelf.
- Recruiting clients to your firm or agency.
- Recruiting voters to the polls to vote for you or your agenda.
- Recruiting attendees to an event.
- Recruiting employees to work for you.
Where I learned this
Let’s go back in time to where I learned about marketing as recruiting. It wasn’t at my first advertising job. Or in my college classes. I learned about selling, marketing and advertising from an unexpected teacher: my college track coach.
Mark Napier, my coach at the University of Wisconsin, was a great track coach. But Mark Napier, was a world class recruiter. To be successful in college athletics you need to be able to recruit great athletic talent. And Coach Napes was masterful at it.
I have bachelor’s degrees in both journalism and psychology. But I earned a master’s degree in selling by studying how Professor Napier recruited. (He wasn’t really a professor. He didn’t even own any elbow patches).
The Essential Recruiting Technique
You know how Napes recruited top track and field athletes from across the country, the Caribbean, and Europe to come to Wisconsin? Where it snows from October through May?
He told stories. Stories that sold people. The most important lesson I learned from Napes was, know your audience. What do they want? What do they need? Because if you know what they want and what they need you know what to tell them to sell them.
It’s not you. It’s them.
But remember, don’t tell the story you want to tell. It is all about the story they want to hear. When it came to recruiting high school track and field athletes there were many different wants and needs. You had to do your homework to understand their hot buttons. You have to do your own research. You have to observe the athlete. Ask questions. And listen to what they say.
The Prospective College Athlete Hot Buttons May Include:
- Academic quality and reputation
- Proximity to home
- The athletic program
- Proximity to Aunt Deanie (my Aunt Deanie lived in Madison and was a draw for me. But many other kids have their own version of Aunt Deanie).
- The town itself
- National reputation
- School size
- Proximity to stupid high school girlfriends or boyfriends.
- A particular major or program
- Family tradition
- The conference you compete in.
- Good looking girls
- Spring training trips
- Travel schedule
- The coaches track record of success
- Ass-Kicking-Ness (You can tell this by smelling their shoes)
- Someone just like them in the program
Pushing The Hot Button
Coach Napes was masterful at discovering the hot buttons of each athlete we were recruiting, and telling them the story they wanted to hear. Or demonstrating it. Or making them experience it.
As a result were able to successfully recruit national champions from Southern California and from Florida to join our track team in Madison, Wisconsin.
In fact, my junior and senior years we were Big 10 Champions in both indoor and outdoor track. My senior year our team was 6th in the nation. I had 6 teammates who were Division 1 National Champs in their events.
Putting Recruiting To Work At Work
You can use the same approach to recruiting in your business. I want you to think of yourself like a Division 1 coach who is trying to attract 5 Star Recruits. For those of you who are sports illiterates, that means you are coaching at the highest level, and recruiting the very best athletes.
Departments or roles that should be recruiting for you:
- Human Resources
We All Have Needs
It all starts with understanding your potential customer’s wants and needs. Know this and you will know what story to tell. Because in business the only thing that matters is what your audience wants or needs. And whether they think they can get it from you.
This is where the story starts.
Create a persona of the target audience you want to recruit. Understand them in detail.
- Hot Buttons
- Pain points
Once you know who you are trying to reach, you talk to them about the things they want to hear.
- Community Member
- Cool Kids
- Money Making
- Track record of Success
- Happy Customers
- Ease of Use
Find the most compelling story you can tell to make people buy into you and your offering. That is your strategy. Then tell the stories that make you appear more attractive to those you are trying to recruit.
Storytelling in business is simply recruiting. It is sharing the great things about you, your organization, your products, and your services, with those you want to attract. Know your audience and what they want. And then show and tell them how you can deliver against their wants and needs. The End.
*If you know someone who could benefit from this story, please share it with them.
2 thoughts on “Want to be great at marketing and sales? Think like a college coach.”
Well done, this post is great!
LikeLiked by 1 person
Thanks Swannie! I appreciate the feedback!